2015 Critical Illness Insurance Forum Agenda

Monday, September 28, 2015

12:00 p.m. - 6:30 p.m. - Registration

2:00 p.m. - 2:45 p.m. - General Session

Your World of Opportunity
Janet Buzil, HIA, Vice President, Marketing and Product Development, Combined Worksite Solutions
Gary Harger, Vice President, Voluntary Products, UnitedHealthcare Specialty Benefits

This session will provide an overview of the conference program to help you create a world of opportunity at the conference. In addition to learning about the nuances of each session of the conference, this will be an opportunity for attendees to provide information about themselves and their level of knowledge with Critical Illness Insurance. Are you a CI veteran or CI newbie? This session will help participants better understand what sessions they should attend, the other attendees and insight on how to make the most of this world of opportunity.

Swan 7-10

2:45 p.m. - 3:00 p.m. - Break

3:00 p.m. - 4:00 p.m.: Concurrent Sessions

1.1 CI 101
Julie Johnson, FLMI, ACS, AALU, Voluntary Practice Leader, AIG; Tarie Summers-Herbek, MBA, HIA, MHP, GBDS, Assistant Director, Product Management, The Hartford; Moderator: Janet Buzil, MBA, HIA, Vice President Marketing & Product Development, Combined Worksite Solutions

Designed for those attendees new to the critical illness insurance market, CI 101 is an opportunity to learn from some of our industry experts. This session will be a discussion of product development, market and distribution trends, enrollment, and other insightful tips to help guide you into the magical world of critical illness insurance.

Mockingbird 1

1.2 CI Product Development 201 — Using Customer Insights to Create Opportunities
Leonard Cavallaro, Assistant Vice President, Voluntary Products Marketing, Reliance Standard Life Insurance Company; Craig Iredell, Assistant Vice President, Cigna; Moderator: Katherine Read, CLU, ChFC, Manager, Group, Voluntary and Worksite Benefits, MetLife

Across all industries, today’s consumer expects a personalized buying experience. The insurance industry has a unique opportunity to meet those increased expectations by providing customer-centric Critical Illness product solutions. This session will present thought-provoking product development methods and ideas focused on leveraging insights from the consumer’s unique perspective. Join us for this session to discover new ways to explore Critical Illness product opportunities.

Swan 7-10

4:00 p.m. - 4:15 p.m. - Break

4:15 p.m. - 5:15 p.m. - General Session

View From Above - Market Innovation From Employee Benefit Consultants
Dennis Adams, Executive Vice President, Willis of Florida
Bruce Sletten, Senior Vice President and National Practice Leader for Elective Benefits, Aon Hewitt

The onset of the Affordable Care Act has changed the way National Benefit Brokers and Consultants perceive and position Critical Illness Insurance.  Hear about market innovation and private exchanges from leading industry consultants.

Swan 7-10

5:30 p.m. - 6:30 p.m. - Welcome Reception

Tuesday, September 29, 2015

7:00 a.m. - 5:00 p.m. - Registration

7:15 a.m. - 8:00 a.m. - Breakfast

8:00 a.m. - 9:00 a.m. - General Session

The Essential Need for Critical Illness Insurance
Kenneth J. Smith, CLU, Director of Health Product Sales, Assurity Life

Join us for a tribute to Critical Illness Insurance inventor, Dr. Marius Barnard, and hear a story that illustrates the essential need for critical illness insurance.  Previous Forums have featured claimants whose lives were changed by their decision to purchase critical illness insurance.  Now learn from the other end of the spectrum.  What happens when you pass on the opportunity to purchase CI?

Swan 7-10

9:00 a.m. - 9:30 a.m. - Break

9:30 a.m. - 10:30 a.m.: Concurrent Sessions

2.1 Rating Challenges — Issue Age vs. Attained Age
Ryan Chamberlain, FSA, MAAA, Vice President, Head of Voluntary Pricing, Employee Benefits, Voya; Dan Paffumi, FSA, MAAA, Director, Actuarial and Underwriting, Aetna, Inc.; Moderator: Debra Cecil, FLMI, NACII

Have you ever questioned why all companies don't rate critical illness insurance the same? Then, this session is for you! This panel will discuss the pros and cons of the key components of each rating structure. What happens in the event of a takeover with a different rating structure? What compensation is paid with each structure? Come with lots of questions to participate in a great discussion.

Swan 7-10

2.2 SESSION CANCELLED: The Opportunity to Deliver the Financial Protection Our Client Signed Up For

10:30 a.m. - 10:45 a.m. - Break

10:45 a.m. - 11:45 a.m.: Concurrent Sessions

3.1 Operations: Practical Insights on Real-World Issues
Jennifer Howard, FSA, MAAA, Actuary, Milliman; Anita M. Recchio, FSA, MAAA, Assistant Vice President and Pricing Actuary, Market Segment Finance, Colonial Life; Heather Sligh, FSA, MAAA, Assistant Actuary, The Standard; Amanda B. Turcotte, FSA, MAAA, Employee Benefits, Head of Product, Pricing & Underwriting, AXA; Moderator: Michael Weilant, FSA, MAAA, Consulting Actuary, Milliman

As the CI industry matures, carriers are faced with how to handle new and interesting operational issues on a day-to-day basis. In this session, a panel of CI industry experts will address a wide range of real-world operational topics on CI underwriting, actuarial, administrative, and claims adjudication.

Swan 7-10

3.2 Sales and Training and the Right Sales Messages: A Missed Opportunity?
Sheila Matheson, FLMI, Vice President, Critical Illness Marketing, Optimum Re Insurance Company; Kenneth J.Smith, CLU, Director of Health Produce Sales, Assurity Life

The companies in this market have, for the most part, worked diligently to develop quality products for their chosen market. Yet why do some burst out of the gate with successful sales growth while others do not? This session will explore the need for sales/marketing training and the right sales "scripting" for today's many and diverse markets. Different sales concepts will be presented and the audience will be invited to share one sentence "elevator speeches" that highlight the product's value proposition. Come to this session and immerse yourself in perhaps the most important aspect of achieving success in your market with this product.

Mockingbird 1

11:45 a.m. - 1:00 p.m. - Luncheon

1:00 p.m. - 2:15 p.m. - General Session

What if You Ruled the CI World?
James R. Huffman, FLMI, ACS, Moderator, Second Vice President, Management Solutions, LIMRA and LOMA

Participants will have an opportunity to work with other attendees to design the ultimate Critical Illness Insurance product. What would it cover and what would it exclude? Is this a standalone product or integrated with another product? Think about how would you market and distribute it. Bottom line, if you ruled the CI world, what would your CI product look like to make you gazillioniare? Working together, participants will discuss, debate and design the ultimate CI product.

Swan 7-10

2:15 p.m. - 2:30 p.m. - Break

2:30 p.m. - 3:30 p.m.: Concurrent Sessions

4.1 Research: The Net Under the CII Tight Rope
Jean Marc Fix, FSA, MAAA, Vice President, Optimum Re Insurance Company; Kayla Rooney, Actuarial Student, Gen Re Insurance Company; Moderator: Sheila Matheson, FLMI, Vice President, Critical Illness Marketing, Optimum Re Insurance Company

In this session, two in-depth actuarial research projects will be presented. One takes a detailed look at heart attacks as a CI trigger, including a comparison of national statistics to the policy definition and how this impacts pricing, underwriting, claims, and other areas. The other explores the impact of offering multiple benefit payments in CI coverage- both for different events and recurrent events.

Swan 7-10

4.2 All We “C” Is Opportunity: Maximizing Compliance Resources to Get Results
Traci Hawkins, HIA, DIA, EHBA, Director Compliance, Trustmark Companies; Stacy Koron, J.D., CLU, FLMI, LTCP, Consultant, Milliman, Inc.; Tarie Summers-Herbek, MBA, HIA, MHP, GBDS, Assistant Director Product Management, Group Benefits, The Hartford

Involving compliance resources early in product development can help get new, innovative critical illness insurance products to market faster. In this session, experienced compliance and product professionals will share tips for working with state regulators to secure approvals and will address ways to mitigate the challenges you may encounter when developing a new or innovative product. We will also look at hot topics in compliance and recent changes in laws and regulations that impact critical illness insurance.

Mockingbird 1

3:30 p.m. - 4:00 p.m. - Break

4:00 p.m. - 5:00 p.m. - General Session

Critical Illness Insurance Market Survey
Stephen F. Rowley, Vice President, Gen Re Insurance Company

A mainstay of this conference remains an update on the Critical Illness Insurance survey conducted each year by Gen Re in conjunction with NACII. As we explore the world of opportunity for critical illness insurance, Steve Rowley will provide insight into the numbers and emerging trends gleaned from the survey of the critical illness insurance industry.

Swan 7-10

5:30 p.m. - 7:00 p.m. - Reception

Wednesday, September 30, 2015

7:45 a.m. - 8:30 a.m. - Breakfast

8:30 a.m. - 9:30 a.m. - General Session

View From the Ground - Changing Demand for Critical Illness Insurance at the Worksite
Donovan Pyle, Account Executive, Combined Worksite Solutions
David Thaxton, Vice President, Elan Group, Inc.
Hunter Whittington, President, Benefits Technologies

Critical Illness insurance has strong roots in the Worksite Market.  the industry is not only growing, it is evolving.  Experts in benefit education will discuss the changing dynamics in face-to-face enrollment of Critical Illness insurance.

Swan 7-10

9:30 a.m. - 10:00 a.m. - Break

10:00 a.m. - 11:00 a.m. - General Session

Clearing the Air: The Meeting Wrap-Up
Sheila Matheson, FLMI, Vice President, Critical Illness Marketing, Optimum Re Insurance Company
Darrell Spell, FSA, MAAA, FLMI, Consulting Actuary, Milliman

This session is an opportunity for all who attended to share their thoughts and/or memorable moments, or clear the air related to any lingering questions.  This will be your last chance to ask the question, make the comment, or address any final issue that may be lingering in your mind.  Remember, the only bad question is the unasked question!

Swan 7-10

11:00 a.m. - Conference Adjourns